How Legal Analytics Can Help Create the Perfect Pitch
Legal analytics tools help firms address the right needs and stand out from the competition.
With competition increasing and clients expecting higher capabilities, efficiency and control of spend, the best possible pitch is more essential than ever for law firms. That “perfect pitch,” says Jim Jarrell, business development and marketing consultant at New York’s Davis & Gilbert, is all about identifying a client’s need, articulating the capability to address that need and differentiating the firm from everyone else in the marketplace.
Legal analytics tools, he says, are helping firms address the right needs and stand out from the competition. “I counsel the attorneys I work with to do more strategic research on the target first, using research analytics tools, to really dig into their legal issues, and then tailor their pitch,” he explains.
Howard Kravitz, director, global business development and marketing at Debevoise & Plimpton, agrees about the importance of data-driven research prior to making a client pitch. “The client wants to know that we understand their world, their industry, and that our insights align with what they experience every day,” he says. “In a litigation matter, for example, data-driven tools give us the ability to see where the client has litigated, what the outcomes were and the extent of the litigation.”
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